CONTENTS

Preface: The Compelling Case for Face to Face

The Way to Collaboration

Make an Impact

Introduction: The Eight Must-Have Skills for Strategic Connections

What’s the Back Story?

Why Put Face to Face Out Front?

What Are the Benefits?

How to Use This Book

1 Commit to a New Networker Identity

Strategic Connections: Explore Opportunities

Analyze Your Attitudes

The Nine Biggest Misconceptions About Networking

The Definition of Networking

Become a Strategic Networker

Activate Your Networker Identity

Manage Your Mindset

2 Take a Strategic Approach

Strategic Connections: Raise Rainmakers

Networking in the Collaborative Culture

Put Some Purpose in Your Small Talk

Connect at ChoicePoints

Connect in Groups

Make the Most of Your Memberships

Choose Your Goal

3 Envision Your Ideal Network

Strategic Connections: Link Up HR Leaders

The Four Nets

Developing Your Nets

Your KeyNets

4 Develop Trusting Relationships

Strategic Connections: Reach Out in the Community

Teach People to Trust You

Move Through the Six Stages of Trust

Renew Dormant Ties

Analyze Your Contacts

Next Steps: Consider the Risk and Value

Frequently Asked Questions

5 Increase Your Social Acumen

Strategic Connections: Make Memberships Worthwhile

What Is Social Acumen?

The Name Exchange

Join Groups Comfortably

11 Tips for Avoiding Awkward Moments

End with the Future in Mind

The Likeability Link

6 Deepen Interactions

Strategic Connections: Support Women’s Leadership

Why People Don’t Talk

Talk: Get into Dialogues That Build and Sustain Relationships

Question: Ask Questions That Make People Stop and Think

Listen: Pay Attention to the Three Things That Are Important

Give: Offer Resources and Ideas That Signal You Want to Connect and Collaborate

Reconnect: Follow Through and Stay in Touch in Ways That Build Trust

7 Communicate Expertise

Strategic Connections: Tell the Story

Answering “What Do You Do?”

Frequently Asked Questions

Why Storytelling Works

Frequently Asked Questions

8 Create New Value

Strategic Connections: Respond to Marketplace Changes

Clarifying Collaboration

Acting on the Three Principles

Build Trust Online

Mentor and Model

9 How to Develop and Support Your Network-Oriented Workplace

And the Word Is

The Need for a Network-Oriented Workplace

What’s Your Organization’s Networker Identity?

Create Connections

Spark Conversation

Foster Collaboration

Suggested Reading

Index

About the Authors

Free Sample Chapter from Stiletto Nework by Pamela Ryckman

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